Reference no: EM133041373

1. Barbara Corvette author of "Conflict Management -A Practical Guide to Developing Negotiation Strategies" states that negotiation is most productively viewed as:

A. Manipulating the behaviour of others
B. Tricking others
C. Attempting to get the better of others
D. All human interaction

2. Jennifer Higgs and Leo Pavel have been in conflict for the past two months. After a week of negotiations Leo Pavel feels that he has lost to Jennifer and is extremely upset. This most likely means that Leo Pavel:

A. Undertook a collaborative approach
B. Was tricked by the other party
C. Adopted a competitive attitude toward the interaction
D. Inadequately prepared for the negotiation Formality

3. Jennifer will travel to South Africa to negotiate with one of the MNC. In preparing for the negotiations it is recommended that Jennifer researches all the following EXCEPT:

A. Expectations or both parties
B. Dress Style of different cultures
C. Acceptable spatial boundaries between persons
D. Leisure activities of both parties

4. When 'Party B' makes false statements during the negotiation meetings it is recommended that the receiving party:

A. make a similar false statement
B. immediately state that 'Party B' has made a false statement
C. critically evaluate reason for and strength of the false statement
D. end negotiations

5. When one becomes angry in a heated negotiation meeting which of the following is LEAST likely to occur?

A. Peaceful negotiations proceed
B. Distress sets in
C. Blood pressure rises
D. Incompetence increases

6. If your counterpart takes what you consider to be an extreme position, you should:

A. Make a joke or laugh
B. Take an extreme position
C. Walk away
D. Change the subject

7. Kristen is the lead negotiator for the Financial Services Commission's negotiation team. During their negotiations with the local banks Kristen realizes that tempers are running very hot and conflicts are intensifying. Which of the following should Kristen avoid?

A. Negotiating on the item that is causing the conflict
B. Blaming the other party for becoming angry
C. Assessing if the conflict is substantive or due to personality clashes
D. Calling a time out

8. Which of the following is not a feature of 'flinching'?

A. flinching is only used in the final stage of negotiation
B. flinching is designed to make the other side move
C. flinching is a behavioural reaction to an offer by the other side
D. laughter is an example of flinching

9. The negotiator's dilemma refers to:

A. choosing between sharing information to be helpful and collaborative and refusing to do so
B. deciding how much information to share with the other party to show your goodwill
C. deciding how much information to share concerning your position in order to explore
mutual interest without jeopardizing that position
D. deciding what information to withhold because you do not want the other party to know how weak your position truly is

10. Jillian has to mediate a conflict between James and Michelle concerning conflict over work assignments. Jillian's role is therefore to:

A. let the parties vent
B. be an impartial listener
C. delegate the matter to a manager
D. actively insist in finding a common ground and resolutions

11. Flamingo Resorts has a total of 39 nationalities employed at its Provo Resort. Conflict arises due to differences in culture and communication difficulties. Which of the following Training programmes would best help alleviate the situation?

A. Diversity Training
B. Conflict Resolution
C. English Language Courses
D. Customer Service Training

12. Flora has been on the job for two days but still has no information on when she gets paid and what her break hours are. What activity during these first two days could have eliminated such conflict?

A. A tour of the company
B. An intimate chat with the supervisor on private matters
C. A solid orientation programme
D. Career guidance and counseling

13. The traditional view of conflict includes all of the following EXCEPT:

A. Conflict is always negative.
B. Conflict should be minimized and avoided.
C. Conflict triggers a competitive human interaction.
D. Conflict will assist one in negotiation.

14. The human relations view of conflict includes all of the following except

A. Conflict is always negative.
B. Conflict is natural.
C. Conflict is sometimes constructive and sometimes destructive.
D. Conflict can increase communication.

15. Professor Lee Ingham believes that conflict is unavoidable and that it is necessary for healthy development. He accepts that the outcome of conflict can be either good or bad depending on how it is managed. His view corresponds with the:

A. Traditional View
B. Human Relations View
C. Interactionist View
D. None of the Above

16. When a manager uses conflict to attain constructive, positive results from it he is MOST LIKELY:

A. Managing conflict
B. Resolving conflict
C. Avoiding conflict
D. Disseminating conflict

17. Select the statement below that presents the best definition of conflict, particularly for purposes of developing effective negotiation strategies.

A. Every difference of opinion is a conflict.
B. Every dispute one cares about is a conflict.
C. Conflict exists wherever and whenever there is an incompatibility of cognitions or emotions between or among those who are interdependent.
D. Conflict exists only where there is real incompatibility.

18. Jessica appears to be very unassertive and uncooperative whenever conflict arises. She neither wants to address issue or pursue any concerns related to the conflict. Which conflict resolution mode does Jessica use?

A. Compromising
B. Avoiding
C. Accommodating
D. Competing

19. All of the following are possible conflict resolution approaches that an individual may adopt EXCEPT:

A. Conforming
B. Compromising
C. Competing
D. Collaborating

20. During the past semester it became apparent that the personnel of the Business Department have been in conflict with each other. The Head of Department, Ms. Creary, calls a meeting of all personnel of the department with the aim of helping them reach a mutually beneficial agreement. In this scenario Ms. Creary plays the role of:

A. employer
B. union leader
C. negotiator
D. mediator